If creating a sense of camaraderie with your clients doesn’t come easy, don’t fret. You can learn to develop a good rapport with your clients by planning your social conversations in advance.

Sometimes, financial advisors, especially rookies, feel that they have so much information to impart that they download all of their financial knowledge on clients before building a personal rapport, says Rosemary Smyth, founder of Rosemary Smyth and Associates in Victoria.

But before clients can confidently invest with you, Smyth says, you’ll need to earn their trust. The first step in gaining that trust is to develop a rapport based on your client’s interests. As the advisor, it’s your responsibility to take the lead.

Try these three strategies for building a connection with your clients:

1. Research your prospect
Almost everyone has a digital footprint these days, so a quick Google search should lead you to your prospect’s professional background and personal interests.

LinkedIn, for example, is an excellent tool for learning about a prospect’s career history and personal causes. If you discover that a client sits on the board of a charity, Smyth says, ask them about their involvement.

2. Prepare questions
If you’re nervous when meeting clients for the first time, plan out some conversation-starter questions in advance, Smyth says.

Don’t try to jumpstart the conversation by asking clients how much money they have in the bank. You have to ease into the financial conversation by first discussing the client’s interests and personal motivations. It’s important to uncover what has led clients to you in the first place, Smyth says.

3. Pull conversational cues from your environment
If you’re at a loss for words, you can always find topics to discuss by looking for clues in your location, particularly if your client has chosen the meeting spot.

For example, if you’re meeting a retired client at home, Smyth says, you might find photographs, trophies or art that would trigger a conversation. “People are usually surrounded by what’s interesting to them,” Smyth says. “You just have to be observant.”

This is the second part in a two-part series on developing rapport with clients.